Senior Principal, GTM Strategy

Workday•Pleasanton, CA

2d•$197,200 - $350,300•Hybrid

About The Position

The Global Customer Operations (GCO) Strategy and Planning team at Workday is responsible for leading our go-to-market (GTM) strategy development and integrated business planning and performance management across GTM functions. We transform ideas into decisions to accelerate growth, deliver high-priority strategic initiatives and drive mid-to-long term evolution of our GTM model. We drive new GTM concepts from inception to commercialization, address complex business problems, and collaborate cross-functionally with leaders across Workday for strategy design and execution. Our team is focused on cross-functional GTM including Revenue, CX and the Partner ecosystem. As the Senior Principal, GTM Strategy at Workday, you will play a critical role in driving our GTM Strategy forward to bring the power of the Workday platform to our customers and partners. You will work cross-functionally across all levels of the organization, support design and execution of high-impact strategic initiatives and ensure accountability for results across the organization. This role will be a senior leader for GTM strategy, with a particular focus on strategy development for Customer Experience (CX) functions - Global Services, Workday Success Plans (WSP) and Support. You will partner closely with GTM leadership to shape the strategy, operating model, and investments that drive adoption, customer outcomes, and durable growth across the customer lifecycle. In this role, you will be the primary strategy leader for key GTM initiatives spanning from designing new offerings and engagement models, to optimizing how we deliver value and scale customer outcomes globally. This role requires high intellectual curiosity, strategic thinking, agile mindset, and exceptional problem-solving skills. You’ll thrive in this role if you think like a strategy consultant, execute like a seasoned operator, and communicate with C-level polish and precision.

Requirements

12+ years in Enterprise SaaS GTM strategy or top-tier management consulting
8+ years of proven track record of taking a GTM strategy from design → pilot → global scale, including experience structuring experiments, measuring impact, and iterating based on results
8+ years of solid understanding of GTM interdependencies (Sales, Partners, Services, Success, Support, RevOps)
5+ years of experience with GTM OKRs and metrics including CX/post-sale metrics (e.g., NRR, NPS, CSAT, adoption, value realization)
Strategic thinker with strong analytical, modeling, and problem-solving capabilities
Strong executive presence; ability to influence senior stakeholders across functions
Adaptable, impact-driven operator comfortable in fast-paced, ambiguous environments

Responsibilities

Lead GTM strategy design for growth initiatives in new AI offerings, services and success motions, and customer engagement models
Evolve the GTM operating model including role design, engagement playbooks, and handoffs across the customer lifecycle
Architect the mid-to-long-term evolution of our GTM model through optimization of structure, segmentation, and coverage models across Revenue, CX and Partner teams
Partner with GCO and CX leadership to shape investment theses and business cases for new or scaled motions (e.g., new PS/WSP offerings, proactive support models, scaled success)
Define KPIs to measure impact, ROI, and adoption of CX strategic initiatives
Craft compelling data models, insightful analytics, and executive-level presentations for strategic recommendations
Assess market trends trends, competitive benchmarks and AI-driven advancements to inform GTM strategy choices
Design and run pilots for new GTM motions, ensuring clear hypotheses, success metrics, feedback loops, and plans to transition from pilot to global scale
Collaborate cross-functionally across GTM, Product, and Finance on execution